Test survey copy

  • 1
    (Never True)    		23456
    (Always True)
    1. I always take time before connecting to review my notes and research.
    2. I eliminate distractions before connecting with a customer or making a call.
    3. I complete an "inspection" of my materials and myself prior to connecting.
    4. I mentally prepare to focus on What's in it for THEM.
    5. I prepare for every possible sales conversation.
  • 1
    (Never True)    		23456
    (Always True)
    6. I give people my full attention while they are talking to me.
    7. I open my ears and really listen when someone is talking.
    8. I begin each conversation with a sincere greeting.
    9. I always explain or recap why we are meeting.
    10. I ask questions that get the other person talking.
  • 1
    (Never True)    		23456
    (Always True)
    11. I ask open-ended questions to invite answers from others.
    12. I use follow-up questions to draw out more information.
    13. I paraphrase what the other person has stated.
    14. I qualify that my buyer is open to a recommendation from me before moving into a product/service presentation.
    15. I prepare a thorough investigation that covers the 4-Points – Today, Tomorrow, Risk, and Reward.
  • 1
    (Never True)    		23456
    (Always True)
    16. I am confident and at ease giving a presentation of my product/service.
    17. I always match my solution to the POWNs of the buyer.
    18. I adapt my presentation to the person and situation.
    19. I include others in my presentation.
    20. I always explain WHAT I offer followed by a WiifT (What's in it for Them) connection.
  • 1
    (Never True)    		23456
    (Always True)
    21. I always ask for concerns or objections.
    22. I never let my ego get in the way of understanding and working through concerns.
    23. I consider concerns an opportunity to advance the relationship.
    24. I acknowledge concerns or objections when voiced.
    25. I listen to objections without interrupting.
  • 1
    (Never True)    		23456
    (Always True)
    26. I always ask Readiness questions to determine if the person is ready to make a decision.
    27. I confirm the value of the solution prior to asking for a decision.
    28. I end every conversation with a question for decision or commitment.
    29. I always identify the next steps prior to ending the conversation.
    30. I close each conversation with a statement that leaves the door open for future conversations.
  • 1
    (Never True)    		23456
    (Always True)
    31. I strive to understand other people's needs, style, and customs.
    32. I show respect for people's ideas and feelings, even if I disagree with them.
    33. I adapt my message to the Tribal Type of the person.
    34. I am aware of and adjust my own Tribal Type customs to other Types.
    35. I pay attention to communication signals such as tone, body language, and pace and adjust accordingly.
  • 1
    (Never True)    		23456
    (Always True)
    36. I believe in my abilities to be successful.
    37. I am a person of high integrity.
    38. I possess the skills I need to be successful.
    39. I provide value to my buyers.
    40. My understanding of my personal strengths and weaknesses allows me to focus on what I do best.
  • 1
    (Never True)    		23456
    (Always True)
    41. I believe that my role is important to my company's success.
    42. I am proud of my career.
    43. I know that what I do matters to my customers.
    44. I am excited about what I do for my customers.
    45. I find satisfaction in my role.
  • 1
    (Never True)    		23456
    (Always True)
    46. I have a strong belief in the value of the product/service we offer.
    47. I am able to clearly communicate the benefits of our solution.
    48. I understand how my solution compares to my competitors'.
    49. I believe that concerns to my solutions can be worked through.
    50. The cost for what I offer is small compared to the value it provides.
  • 1
    (Never True)    		23456
    (Always True)
    51. I have at least 3 current, specific, written goals.
    52. When necessary, I change and adjust my goals as I progress (e.g., if a deadline to achieve a certain goal isn't feasible, I alter it).
    53. I set both long- and short-term goals.
    54. I set deadlines for achieving my goals.
    55. At least one other person is aware of every goal I have written.
  • 1
    (Never True)    		23456
    (Always True)
    56. I complete my high-priority activities every day.
    57. I spend time every week learning more about my industry, solution and customers.
    58. I proactively evaluate my solutions compared to competitors.
    59. I do more than is required.
    60. I have completed professional development in the last 6 months (relevant book, class or workshop).
  • 1
    (Never True)    		23456
    (Always True)
    61. I remain calm when things do not go my way.
    62. I tend to address bad situations and not avoid them.
    63. I am self-directed and control how I think and act.
    64. I never let my feelings stop me from taking action on what I need to do.
    65. I am able to "bounce back" (not take things personally) when encountering setbacks and do not allow them to stop my forward progress.